Senior Director, Business Development

Senior Director, Business Development
Georgia Trust for Local News

Company: Georgia Trust for Local News (GTLN), a subsidiary of the National Trust for Local News

Location: Flexible within Middle Georgia (preference of Macon, Dublin, Perry, Albany or Columbus).  85% in person / 15% virtual

Reports To:
GTLN Executive Director (DuBose Porter)

Key Collaborator:
NTLN Head of Advertising (Orlando Comas)

Overview:

The Georgia Trust for Local News (GTLN) is seeking a dynamic and experienced individual to serve as Sr. Director, Business Development for our community news brands  in 19 markets across Middle Georgia including Macon, Albany and Perry, Georgia. This role oversees business development and partnership strategy and execution for The Macon Melody, Albany Herald, Houston Home Journal and other community news brands within the Georgia Trust for Local News.  This role is responsible for driving the revenue growth essential to these news brands maintaining a high level of journalistic impact and community engagement. 

The Sr.Business Development leads from the front, applying processes, adopting success metrics, and ensuring accountability for performance. This key leader will lead advertising strategies across the GTLN footprint, focusing on modernizing and strengthening structures, product sets, sales strategies, workflows, and growth culture. This role is instrumental in the digital transformation of GTLN, responsible for equipping sales personnel with the skills needed to enhance their digital acumen and product knowledge, aiming for significant top-line revenue growth. 

The ideal candidate will be a high-profile thought leader on advertising, sponsorship, and underwriting, driving transformational growth and fostering a culture of innovation and excellence.

Responsibilities:

• Develop and implement a comprehensive business development strategy aligned with our overall company goals and objectives.
• Cultivate and maintain relationships with key stakeholders, business leaders, and potential customers.
• Set clear and measurable business development targets and timelines.
• Lead and manage personnel of GTLN’s business development division, including hiring, training, and performance management.
• Ensure the production of physical newspapers and digital products meets GTLN standards of quality and accuracy.
• Proactively engage with in-state staff and community partners to foster collaboration and support.
• Effectively communicate business objectives, progress, and challenges to key stakeholders.
• Set clear team expectations and hold the team accountable for achieving revenue and Key Performance Indicator (KPI) goals.
• Oversee the newspaper’s P&L and sustainability plans.
• Cultivate and maintain strong community relationships in all GTLN markets, advocating and representing GTLN effectively.
• Partner with GTLN leadership and NTLN leadership to consistently identify and measure business outcomes, and message impact effectively to share compelling narratives with internal and external stakeholders.
• Collaborate with GTLN and NTLN leadership, to align strategies and achieve organizational goals.
• Lead revenue growth through weekly 1:1 meetings with directors, managers, and consultants, either on-site or virtually.
• Set the example for business development staff by actively participating in the creation of sales proposals, pitching proposals and holding our team accountable to results.
• Facilitate collaboration across advertising, editorial, business, consumer revenue, and press operations to streamline operations and maximize efficiency.
• Champion the monetization of digital transformation efforts, including websites, newsletters, social media presence, and digital-only offerings.
• Assist in developing sales strategies that align with consultative sales tactics.
• Promote an environment of individual learning and team success in a positive, constructive manner.
• Identify and address training and personnel gaps.
• Reinforce activity and engagement minimums for all tools and resources.
• Accurately forecast revenue and proactively address challenges to revenue when they arise.
• Promote diversity and inclusion in developing business outcomes and staffing decisions.

Qualifications:

• Proven entrepreneurial spirit and self-starter mentality.
• At least 10 years of experience in publishing, media or a related business, with at least three years in management.
• Strong business acumen, critical thinking skills, and problem-solving abilities.
• Proven track record of leadership, with the ability to efficiently manage multiple properties and personnel.
• Exceptional communication and interpersonal skills to build rapport with diverse stakeholders.
• Familiarity with digital media platforms and strategies for audience engagement and revenue generation.
• Collaborative approach to work with in-state staff, community partners, and business development team.
• Commitment to the values of quality journalism, community service, and professional integrity.
• Commitment to the values of fairness, diversity, inclusion and professionalism.
• Flexibility to split time between Albany and Perry as needed, with occasional travel required for meetings and events.

The National Trust for Local News is a proud equal opportunity employer. We do not discriminate on the basis of an applicant or employee’s race, color, national origin, ethnicity, ancestry, citizenship status, sex, gender, gender identity, gender expression, religion, age, marital status, personal appearance, sexual orientation, physical or mental disability, medical condition, pregnancy status, genetic characteristics or information, political affiliation, military or veteran status or other classifications protected by applicable federal, state and local laws.

Additional Information:

The Georgia Trust for Local News is a community newspaper company that serves Middle and South Georgia. We are dedicated to strengthening community newspapers across our state, fostering local engagement, and building stronger, more connected communities. The Georgia Trust for Local News is a subsidiary of the National Trust for Local News (NTLN), a non-profit committed to conserving, transforming and sustaining vibrant community news enterprises across the country.The Georgia Trust consists of 19 community news brands that serve 900,000 Georgians in communities across Middle and South Georgia. GTLN titles include iconic publications with deep roots in the communities they serve, like The Albany Herald, Dublin’s Courier Herald, The Sparta Ishmaelite and The Talbotton New Era along with new brands like The Macon Melody.

This position offers a unique opportunity to make a meaningful impact on local communities and contribute to the mission of preserving quality journalism in Georgia. If you are passionate about the future of local news and possess the skills and experience outlined above, we encourage you to apply.

Please submit your resume and a compelling cover letter highlighting your relevant experience and qualifications to Orlando Comas at Orlando@ntln.org